Posts Tagged ‘article’

The Power of Testimonials in Marketingl

October 28, 2014

I like to share articles that will help your business grow. This article could be of value in helping you gain new customers.

As you reach out to potential customers and clients, consider the power of testimonials.

In your marketing, in website or brochures, you can describe what you will do for your prospect. You can talk about your product or service until your face is blue and that probably won’t help you.  Describing what your product or service is is an important start in marketing. It is good to clearly explain what you are offering the potential client, however you need to consider ways to demonstrate that you can back up your claims.  People hear exaggerated claims all the time and are cautious about making any purchase.

For example I can describe my show and this is explaining the features, but if I can show that the client can trust what I say by sharing a comment from a satisfied client then there is proof to back up my claim.

I might write; “I bring a fun motivational message to your Annual Banquet or Award and Staff Recognition Dinner. Your guests will enjoy it and be glad they came.”

This is clear and even makes the claim that the guests will be glad they attended.  Many people don’t care much for meetings and for those reluctant people, I offer something fun and different.  I came up with that idea of saying that they will be glad they came after having people say that to me many times over the years.  After the show, people would say that, and I realized that that was a benefit to any group that invites me to present the program.

So I have made a claim, but I then build trust with my potential client by offering a testimonial to help them see the quality of the program.  Here is a recent one that came after I did  a program for a Credit Union Annual Meeting.

“Norm is a talented entertainer for audiences of all ages. He engages the crowd and invites them to be part of the show. Norm was a huge hit at our 2014 Annual Meeting, and we look forward to having him back at future events.”

Brian Sherrick, President/CEO – Ideal Credit Union  (Formerly the Postal Credit Union)

His comments back up the claim I made that about the product I offer. I share the feature or description of what I do and then share the benefit of bringing in my presentation.

It is also important to have a credible source making the claim about you.  In the above example a CEO is a pretty reliable source and that helps reinforce the claim.

I hope this helps you to discover the power of testimonials as you market your business.  Remember, when you offer a quality product or service your business will grow.

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(c) Norm Barnhart – Motivational Speaker in MN


10 Creative Success Secrets – Part Two

March 29, 2010

This is the final half of an article on business success by Norm Barnhart.

The Big Question
When you come up against a problem, or need to overcome an obstacle you need to ask the big question, “How?”  As you analyze a situation, constantly ask, “How?” How can I give better service? How can I overcome this customer’s objection? The question, “How?” also is important to moving ahead and making our business better. How can I improve my skills?  How can I achieve a business goal? The most successful people are the ones who ask themselves this question and then act on the answers that come to mind.

Creative Improvement
This world has one constant thing and that is rapid change.  We need to constantly adapt. Even better than adapting is anticipating change and making a conscious effort to continually improve ourselves and our businesses. As Pat Riley, the basketball coach, said, “If you’re not getting better, you’re getting worse.”  Set aside some creative time while on a plane or during commutes. Think about places in your life and business that need improvement. Creatively find solutions and set goals for implementing them.

A Success Essential
This obvious key to success is something worth taking an extra look at. Without sales a business will wither. The smart guys at Dun & Bradstreet spent a great deal of time analyzing thousands of companies that had gone broke over many years and their stunning conclusion … drum roll please… The #1 reason for business failure was … “low sales.”  Wow, these guys are brilliant!  They even went further and dug deeper and discovered that the #1 reason for business success was . . . “high sales.”  Successful people know that time and effort to improve sales is a vital key to success. We need to discover creative methods of doing marketing and sales presentations.

The Magic Number
The key number to your business is cash flow. This cash flow is as vital to your business as oxygen is to a scuba diver. It is important to keep your business running efficiently. Remember to keep an eye on your cash flow. Do not let it get cut off or your business could be done overnight.  Try to build a reserve, and keep some funds in escrow for upcoming payments to vendors.

The Big Picture
The chief goal for your business is growth.  Make sure you have a plan for growth and energetically move toward it. Your growth comes through creatively managing current clients and discovering new ones. You should have a goal for growth; 10 percent, 20 percent, or more each year. Some companies have actually grown 50 percent or more in one year and this is not a result of luck. They planned for it and got everyone on board working toward that goal. It is measurable by the amount of profits after the cost of doing business.
Get an A for Action!

Take a few moments to analyze your Growth Plan.  You should have a growth plan for the number of new leads you draw to your business, and also have a goal for how many of those potential customers become actual clients.  Write a complete growth plan for your upcoming sales, revenue, and profits.

Having a plan for growth will help you to focus on what matters and to track positive results. Make a map for the way you want to travel ahead in your business and you will see a bright future as you sail toward success.

I enjoy tailoring my presentation to help your group achieve their sales goals in creative ways.

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